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Role Introduction
To achieve and exceed the agreed Corporate and Travel Management Company (TMC) sales targets through intelligent use of data. Continuously seek to acquire new business and establish Cathay in new markets, while proactively negotiating and managing existing Corporate and TMC accounts.
Key Responsibilities
Revenue Generations
Acquire high value accounts as per agreed targets using a data and insight driven approach
Actively initiate and follow up on sales actions, obtain sales leads and dynamically seek new business
Actively assist in transforming the culture from one of relationship-based selling to an insights-driven smarter selling Sales force
Engage in consultative and insightful selling techniques and services with an enhanced focus on new business development
Portfolio Management
Contribute to the strategic partnership and manage the local relationship for Global Corporates or Global TMCs
Service existing portfolio or accounts / TMCs in order to maintain and grow the value (focusing on revenue not necessarily the growth in portfolio size)
Regularly make sales visits to clients to conduct presentations, seminars, provide updates on products and services in order to enhance sales opportunities and facilitate sales
Actively seek ways to improve the quality of the revenue generated by the portfolio
Ensure that appropriate prioritization allows for focus on the top revenue generating corporate accounts and TMCs
Negotiate discount rates, commissions and contracts in a timely manner against a background of data and yields the best return on investment
Be the airline’s ambassador within the portfolio to maintain strong relationships ensuring positive strong brand position
General
Actively manage the cost of sales needed to generate the revenue within the mandated parameters
Closely monitor the effectiveness of incentive/discount schemes by conducting regular and timely performance reviews in order to maximise available and potential sales opportunities
Actively promote the use of new tools and technology to enhance communication, convenience, efficiency and service experience in support of corporate travel business
Ensure knowledge and application of MICE and specialty segments (marine, energy resources and humanitarian) to assist in revenue generation and adoption within the portfolio
Drive adoption and penetration of Business Plus
Utilise Salesforce.com to manage new and existing customers and sales activities
Utilise PRISM to track the performance of the contracts
Represent Cathay at industry and networking events
Any other reasonable task as requested
E&A
Emergency and Accident and Crisis Response responsibilities as required
Requirements
Academic Qualifications
Certification in a relevant Sales business field
Knowledge, Skills, Training And Experience
A minimum of three to four years recent experience in Sales
Knowledge of, or experience in, the airline industry is a distinct advantage
Demonstrable networking and relationship management skills
Has an achievement based record in achieving targets
Excellent communication and interpersonal skills
Strong negotiation skills
Respectable level of PC literacy in Word, Excel and PowerPoint
Knowledge of PRISM, MIDT and Sales Force Automation tool is preferred
Cathay Pacific is an Equal Opportunities Employer. Personal data provided by job applicants will be used strictly in accordance with our personal data policy and for recruitment purposes only. Candidates not notified within eight weeks may consider their application unsuccessful.
All related information will be kept in our file for up to 24 months. A copy of our Personal Information Collection Statement will be provided upon request by contacting our Data Protection Officer
Seniority level
Mid-Senior level
Employment type
Full-time
Job function
Sales and Business Development
Industries
Airlines and Aviation
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